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Designing a Sales Force Managing the Sales Force Principles of Personal Selling
Tight budget (straight commission) Concentrated Market Few buyers High value product Product must be customized Personal contact important Must demonstrate product Product involves trade-in/up
Sales force objectives Sales force strategy Sales force structure Sales force size
Territorial
Product
Market
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Complexity
Administration
Travel
Selling
Waiting
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Satisfaction
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Evaluating Salespeople
Call Reports
Work Plan
Sources of Information
Annual Territory Marketing Plan
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s Sellers reservation price (seller wants s or more) Seller wants to move x to the right
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Final contract
Performance Evaluation
Current-to-Past Customer Satisfaction Qualitative Evaluation
Step 2. Pre-approach
Step 3. Approach
Knowing How to Meet the Buyer to Get the Relationship Off to a Good Start.
Telling the Product Story to the Buyer, and Showing the Product Benefits.
Step 6. Closing
Step 7. Follow-Up
Following Up After the Sale to Ensure Customer Satisfaction and Repeat Business.
Alternative Steps:
Find em
Grab em Show em Answer em
Sell em Keep em
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Designing a Sales Force Managing the Sales Force Principles of Personal Selling